Alliances Director, Technology Partnerships

CaptivateIQ; Toronto; On-site; CAD 150,000 - 210,000; Full time

Job summary

CaptivateIQ is seeking a senior Alliances Director to manage strategic ISV/platform relationships, focusing on Workday and NetSuite. You will own the strategy, drive joint GTM motions, and turn ecosystem partnerships into measurable pipeline and revenue.

You will work autonomously with sales, product, marketing, and partner teams to align on partner strategy, certifications, and field GTM plans, building scalable collaboration and repeatable enablement.

Qualifications

• 10+ years in alliances, business development, or technology partnerships within B2B SaaS
• Direct experience with Workday and/or NetSuite in alliances or partner capacity
• Existing relationships within Workday and/or NetSuite alliances
• Experience building programs from 0→1 in ambiguous environments
• Proven ability to drive pipeline, revenue, and adoption via partner motions
• Executive presence and influencing skills with VP+ stakeholders
• Strong cross‑functional collaboration with Sales, Product, Marketing, RevOps
• Ability to design strategy and execute co‑sell opportunities and events
• Data‑driven and proficient with CRM systems to track partner performance

Responsibilities

• Own the strategy and day‑to‑day execution of Workday/NetSuite partnerships
• Define joint go‑to‑market motions and certified integrations
• Lead cross‑functional alignment with sales, product, marketing and customer teams
• Develop multi‑year joint business plans with Workday/NetSuite
• Ensure integrations meet technical and GTM readiness requirements
• Design and execute joint GTM motions (co‑sell, campaigns)
• Drive pipeline and revenue through partner-led initiatives
• Provide quarterly business reviews and KPI tracking for partnerships
• Act as internal champion for Workday/NetSuite across teams
• Create repeatable enablement assets for internal teams and partners

Skills

Partnerships

B2B SaaS

ISV/Platform partnerships

Workday experience

NetSuite experience

Strategic planning

Cross-functional collaboration

CRM (Salesforce)

Pipeline management

Tools

Salesforce CRM

Workday

NetSuite

Job description

Requirements

• 10+ years in alliances, business development, or technology partnerships within B2B SaaS, with a strong track record of driving revenue through strategic ISV or platform partners
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• Direct experience working with Workday and/or NetSuite in an alliances, sales or technology partner capacity, including co‑sell motions and certified integrations
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• Existing relationships within Workday and/or NetSuite alliances and field organizations
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• Proven ability to build from 0→1: you’re comfortable operating in ambiguity, designing new programs, and iterating quickly with limited historical precedent
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• Demonstrated success owning pipeline, revenue, and adoption goals tied to partner motions (sourced/influenced ARR, attach rates, integration usage, etc.)
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• Strong executive presence and influencing skills—you can earn trust and alignment with VP+ stakeholders internally and externally, even without direct authority
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• Excellent cross‑functional collaborator, able to work effectively with Sales, Product, Marketing, RevOps, and Customer teams to align on partner strategy and execution
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• Comfortable combining strategic thinking with hands‑on execution—from crafting multi‑year alliance strategy to running point on individual co‑sell opportunities or events
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• Highly organized and data‑driven, with experience using CRM (e.g., Salesforce) and reporting tools to manage partner performance and communicate outcomes

What the job involves

• We are seeking a senior individual contributor to serve as Alliances Director, Technology Partnerships, with primary responsibility for our strategic ISV/platform relationships
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• In this role, you will own the strategy and day‑to‑day execution of these partnerships—defining joint go‑to‑market motions, driving certified integrations, and turning ecosystem presence into tangible pipeline and revenue
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• Reporting to the VP, Alliances & Growth, you will operate as a highly autonomous, senior IC who can set direction, influence cross‑functional stakeholders, and execute hands‑on work across sales, product, marketing, and customer teams
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• This is a foundational role in our technology ecosystem strategy, focused on opening new routes to market, expanding TAM through platform integrations, and making technology partners a repeatable source of sourced and influenced opportunities
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• Own the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions
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• Define clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform
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• Build multi‑year joint business plans with Workday and NetSuite that align product roadmap, sales coverage, and marketing investments
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• Partner with Product and Engineering to identify additional certified integrations and joint solutions that are compelling to CaptivateIQ customers
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• Ensure current and future integrations meet both technical requirements and go‑to‑market readiness (documentation, enablement materials, positioning, and reference customers)
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• Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiation
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• Design and execute joint GTM motions (co‑sell plays, target account lists, campaigns) with Workday and NetSuite field teams and partner organizations
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• Drive sourced and influenced pipeline through account mapping, opportunity identification, and structured co‑selling with our sales organization and partner reps
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• Collaborate with Marketing to deliver co‑branded campaigns, events, and content that increase awareness and demand within the technology partner ecosystem
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• Serve as the primary point of contact for partner alliances teams, maintaining strong relationships across sales, alliances, product, and marketing stakeholders
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• Lead regular business reviews (QBRs/PBRs) to align on pipeline, integration priorities, and mutual success metrics
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• Navigate and resolve conflicts or ambiguity around rules of engagement, deal alignment, and roadmap expectations
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• Act as the internal champion for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to bring these partners into deals
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• Build simple, repeatable playbooks and enablement assets for internal teams and partners (how to co‑sell, when to engage, messaging, integration value props)
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• Work closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and visible, enabling you to track performance and ROI
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• Define and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicable
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• Provide clear, data‑backed updates to leadership on performance, risks, and investment recommendations across the tech partner portfolio